TL;DR: Settings → Team for users and roles. Settings → Engagement Stages for the rules behind Hot / Warm / In-market / Cool / Cold. Both rare-edit, both important when you set them up right.
Team
Adding a teammate
Settings → Team → + Invite member:
- Email — they'll get a magic-link invite
- Role — Admin or User (see below). The invite dialog shows User as
Member - Default audience visibility — which audiences are visible by default to this user
A workspace can also opt in to let new signups from its own company email domain join it automatically — never a free-mail or disposable domain, and pending invites come first.
Roles
Role | What it means
**Owner** | Every workspace has exactly 1 Owner
**Admin** | Everything
**User** | Invited teammates who are not Admins. There is no read-only role
Every workspace has 1 Owner; most have 1–2 Admins and a larger pool of Users (GTM leads, SDRs, marketing ops).
Removing a teammate
Settings → Team → row → Remove. Their access revokes immediately. Audiences and ICPs they created remain; ownership transfers to the Admin who removed them (audit-able).
Engagement stages
Engagement stages are ordered rules you edit yourself. A lead lands in the lowest-position stage whose rule is true, and a catch-all stage always exists.
Default lead stages:
Hot
Warm
In-market
Cool
Cold
Settings → Engagement Stages lets you edit each stage's rule. The defaults work well for most workspaces — don't change them without data.
Editing stages
Lead and Account stages have separate tabs, and decay has its own Decay tab. Reset to defaults puts the default stages back.
After save, all records re-bucket within seconds. Audiences that filter on Stage update too.
Renaming stages
Default names are Hot / Warm / In-market / Cool / Cold. You can rename per workspace (e.g. "Frigid / Lukewarm / Engaged / Burning"). The renaming applies everywhere — Records and Audience conditions.
Custom stages (advanced)
Beyond the 5 defaults: + Add stage. Up to 7 named stages. Useful for workspaces that want finer granularity (e.g. "Cool / Warming / Warm / Engaged / In-market / Pre-Hot / Hot"). Custom stages have all the same downstream behavior — they show up in Audience conditions.